Strategic Plan (2015).indd - Streamline Technologies

ETSU Athle cs: Excellence Every Day I Page

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TABLE OF CONTENTS Page 2 ...................................................................................................................... Table of Contents Page 3 ...................................................................................................Mission and Vision Statement Page 4-6 ............................................................................................................................ Introduction Page 6 .................................................................................................................University Objectives Page 6-7 ...................................................................................................Recent Strategies/Initiatives Page 8-9 ............................ Measurement of Success/SWOT Analysis (General Athletic Department) Page 10 ............................................................................... Excellence Every Day Change of Culture Page 11 ............................................................................................................. Student-Athlete Roles Page 12-13 ...................................................................................................................Coaches Roles Page 14 ....................................................................................................... Administrative Staff Roles Page 14 ........................................................................................... Areas of Focus for Strategic Plan Page 15 ....................................................................................................Student-Athletic Experience Page 16-20 ..................................................................................................................Sports Priorities Page 20-24 ..........................................................................Facilities/SWOT Analysis (Facilities Plan) Page 25-30 .............................................................................................................. Staff Organization Page 27 ............................................................................. Branding, Messaging and Communication Page 28 ................................................................................................................... Branding Strategy Page 29-31 .......................................................................................................... Revenue Generation


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MISSION STATEMENT The mission of the ETSU Department of Intercollegiate Athle cs is to maximize the value that college athle cs brings to East Tennessee State University by:

1. Ensuring that student-athletes grow and develop both in and outside of the classroom, thereby posi oning them to become graduates of ETSU. 2. Compe ng for and winning Southern Conference championships, and to compete in the NCAA Tournaments and Championships. 3. Increasing the power of the university’s brand through effec ve communica on and connec on with internal and external cons tuencies. 4. Improving the quality of life for all students, faculty, alums and friends of ETSU by providing enjoyable, effec vely managed and fiscally responsible programs.

VISION STATEMENT To be the preeminent mid-major program in the na on.


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INTRODUCTION

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ever before in the history of East Tennessee State University has the ins tu on been faced with such exci ng opportuni es and challenges. Through the dedicated hard work and effort of university administra on and the investment of the student body, ETSU student-athletes have the opportunity to compete in Division I athle cs as a member of an FCS subdivision conference and will experience the many benefits of being a fullfledged member of the Southern Conference. While this opportunity will greatly enhance the experience of being a Division I athlete and provide a pla orm for the athle c department to be er fulfill its mission, there are responsibili es that accompany this membership. SoCon membership will bring with it not only responsibility, but also accountability and expecta ons. The SoCon membership creates a “whole new ballgame” and ETSU Athle cs has been charged with maximizing the investment of the university’s move to become an FCS member of the NCAA. The old way of doing things and response of “that is the way it has always been done here” will never be an answer or a solu on. Clearly the world of college athle cs is changing rapidly. Never before has there been more uncertainty as to what the college athle c model is going to look like in the future. The environment has been drama cally affected both by escala ng challenges and drama c new issues that will make every university and its athle c program take a hard look at itself to design a strategy to deal with the next 10 years. The distance between the newly named Power 5 conference members and the other 275 members of Division 1 has never been greater. Conferences and schools with their own na onal television channels, spring football games that a ract 100,000 fans and mul -million-dollar athle c gear deals are the world of the Power 5. The other 275 schools are to some degree le to the mercy of the Power 5 to make sure that automa c qualifica on for conference champions into the NCAA basketball championships do not go away or that scholarship limits are eliminated allowing the Power 5 schools to have unlimited squad sizes. ETSU Athle cs: Excellence Every Day I Page

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Real trends have started to surface and are just the beginning of major change. Conference affilia ons and re-alignment have made a tremendous impact on the landscape, as programs look to posi on themselves in the most advantageous environment. Athle c departments at all levels are taking a serious look at all sports to decide on the value to cost rela onship. It is a must that ETSU look to the future and strategically posi on itself to maximize the value of athle cs and not be in a posi on of making one-off decisions that are not part of a well-thought-out and forward-thinking plan. So, ETSU athle cs must take into considera on the impact of university growth and its desire to posi on itself to accordingly parallel the athle c program to support the university’s mission and vision. Not ETSU rejoined the Southern Conference in the summer of 2014 after 10 seasons in the Atlantic to consider the reali es of the future of the university and the poSun Conference. ten al of resource acquisi on within the TBR system would be shortsighted. Also, ETSU athle cs must take into considera on the reali es of declining enrollment over the last three years along with the projec ons of con nuing decline with the implementa on of the new Tennessee Promise scholarship program. In addi on, as the state of Tennessee provides less state support, tui on must be increased which also has a drama c impact on athle c department budgets. For example, this year (201516) tui on and fees increase 6.1 percent. Athle c scholarships budgeted for the 2015-16 totaled $4,091,000. The 6.1 percent tui on increase means an addi onal cost of approximately $250,000. All of these financial reali es need to be taken into considera on as major influences on the future of ETSU Athle cs. With all these factors in mind, it is incumbent on ETSU Athle cs to develop and implement a strategic plan that posi ons itself for both the short- and long-term success of the program. In order to posi on ETSU athle cs to maximize the benefits it provides to the university, we will: 1. Allocate resources based on objec ves that hold the most benefit to East Tennessee State University. 2. Allocate resources based on opportuni es for success that will build the ETSU athle cs brand in order to support ini a ves that will ul mately provide more and be er opportuni es for ETSU studentathletes. 3. Posi on the athle c program to provide the best and most realis c opportuni es for success of ETSU teams and student-athletes. 4. Create an environment where student-athletes will have the best possible chance to grow and develop as athletes, students and ci zens. 5. Determine priori es that will posi on ETSU as an extremely compe ve member of the Southern Conference, understanding that available resources originally must be allocated based on the concept of “selec ve excellence.” 6. Establish priori es and realis c expecta ons for each sport and program based on well-thought-out criteria. (These criteria will be outlined later in the document.) 7. Ability to compete for SoCon Championships and par cipa on in NCAA post-season compe on. 8. Allocate resources based on the poten al to create incremental revenue and new revenue streams. 9. Create a culture of success based on the sound leadership principles that are necessary to build an organizaon that is viewed as a winning, well-managed and student-athlete-focused department.


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The en re purpose for college athle c departments is to create value for the university. The common thread that holds this plan together is the benefit that athle cs provides to East Tennessee State University. As we develop strategies and ini a ves one ques on needs to be the filter for every effort. “How does this ini a ve generate value for ETSU?” Therefore we must understand what are the most desired outcomes, goals, and objec ves of ETSU.

UNIVERSITY OBJECTIVES As part of the athle cs strategic plan, the vision for ETSU as a whole must be the guiding principles as we move forward. These goals become important criteria in determining the course of ac on and the strategic plans for the athle c program. Each of these goals will play a major role in the ul mate strategies of providing the framework for decision-making and the establishment of priori es. 1. Grow enrollment to 18,000 students 2. Enhance the quality of student life 3. Increase student reten on 4. Engage the community and all ETSU cons tuents 5. Build the ETSU brand locally, regionally, and na onally

RECENT STRATEGIES AND INITIATIVES Over the last two and a half years, some significant strategies and ini a ves have been implemented by ETSU athle cs that have created the environment to allow for this plan. Those major strategies can be found in the box to the right on page 7. All of these strategies were focused on making changes that paralleled the efforts of the university.

SUCCESS For ETSU athle cs to reach the levels of success that it aspires to, the following components must be present: 1. Adequate financial resources 2. Wise alloca on of resources 3. Quality work force (including coaches and administrators) 4. Internal university commitment 5. Athle c facili es 6. Media exposure (both tradi onal and social) 7. Conference affilia on 8. Cons tuency connec on (both internal and external) 9. In-house support systems 10. Total student-athlete experience paradigm


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Implemented Strategies

All of these factors need to be cobbled together to create a synergy that allows for maximum results. By developing a detailed and unified strategic plan, success is not based on luck or good fortune, but on well-thought-out, targeted ini a ves that produce desired outcomes.

1. The rebirth of football 2. The change of conference from Atlantic Sun to Southern 3. The move of men’s basketball to Freedom Hall 4. The move of women’s basketball to Brooks Gym 5. The development of a new 7,000-square-foot weight room 6. The construction of a new locker room for football 7. The design and fundraising for on-campus football stadium 8. The creation of first-class events: a. Holding Court b. Announcement of first football game c. First football signing class d. Winning Ways leadership conference e. Announcement of hiring of football coach f. Fundraising auction g. Game time tailgate party and first scrimmage h. Football spring game 9. The re-organization of the athletic staff 10. The hiring of key coaching personnel 11. The design of new logo, marks, and mascot


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MEASUREMENT OF SUCCESS (SWOT ANALYSIS/STRATEGY) Success needs to be measured through clearly defined and quan fiable outcomes. The major areas that will be measured are: 1. University meets objec ves 2. Na onal rankings 3. NCAA appearances 4. Wins versus tradi onal rivals and high profile opponents 5. Media recogni on and exposure locally, regionally and na onally 6. Increased revenue from cket sales and corporate sponsorship 7. Increased private gi support 8. Posi ve percep on of program by the general public 9. Recogni on by other Ins tu ons of Higher Educa on 10. Gradua on rates of student-athletes 11. GPA of student-athletes 12. APR ranking compared to peers 13. Engagement of community by coaches and student-athletes. 14. Success of student-athletes a er they leave ETSU.

ACTION PLAN As we look at a careful analysis of the program, understanding that we need real ini a ves and objec ve outcomes, the following SWOT analysis serves to define ac ons based on maximizing value to the ins tuon, and sets both a short-term and long-term road map for success. By building a culture of excellence, success will be the end result and posi on the university to meet all of its goals.

SEE FULL SWOT ANALYSIS FOR GENERAL ATHLETIC DEPARTMENT ON PAGE 9


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SWOT Analysis (General Athle c Department) Key Strengths

Key Weaknesses

• ETSU leadership understands the importance of Athletics • Regional media coverage is significant • ETSU has a history of success in men’s basketball and women’s basketball is trending upward • With the return of football, interest is at an all-time high • ETSU athletic facilities provide quality practice and playing venues • The Tri-Cities area provides substantial corporate partnership opportunities • ETSU athletes have a tradition of excelling in the classroom • ETSU’s campus is scenic and maintained • The Southern Conference is the correct affiliation for ETSU • Several programs compete on national level

• Declining enrollment creates financial challenges • Lost generation of support due to the absence of football from 2003-15 • No on-campus basketball facility for men’s basketball • Perception of ETSU as a “suitcase” university • Lack of in-state talent in certain sports • Revenue generation capability has a limited ceiling • Current NCAA landscape requires major funding re-allocation • Decision-making process can be misplaced, unproductive and ineffective • Lack of local Supervisory Board limits flexibility

Key Opportunities

Key Threats

• Build on traditional rivalries in the SoCon • New football stadium revenue and engagement opportunities • Implementation of task forces in:

• NCAA landscape/changing world of college athletics • Failure to deal with and address facility needs • Inability to maintain current enthusiasm for programs • Attrition of valuable coaches/administration • Failure to capitalize on revenue generating opportunities • Unwise allocation of available resources • Declining enrollment in state funding model • Inability to recruit quality student-athletes • Inability to upgrade Freedom Hall to competitive basketball home • Inability to raise capital gift dollars for new and improved facilities • Unwillingness to make hard decisions • Lack of willingness to build a cohesive university model • Fair Labor Standards Act anticipated change

a. Student-athlete experience b. Branding and messaging c. Revenue generation d. Systems and operations e. Facilities

• Technology to maximize engagement and exposure • Build on current enthusiasm from the new culture and initiatives • Become the hometown team for the region • Capitalize on the planning process to: a. Develop collaborative efforts on campus b. Develop collaborative efforts off campus

• Grow the fan base • Develop and build the ETSU brand with systematic plan


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Below is a list of some of the strategic themes that will be used to meet our goals and serve as the broad expecta ons for the program:

STRATEGIC THEMES 1. Create significant value to the university and community 2. Build a culture (Excellence Every Day) that sets the stage for ETSU athle cs for the long haul 3. Build the ETSU brand 4. Establish a plan for each sport based on return on investment and the value proposi on to the university and community 5. Strengthen ETSU collabora on internally and externally

EXCELLENCE EVERY DAY CHANGE OF CULTURE As ETSU has progressed and grown as a university and as an athle c program, stages of development have been achieved. What ETSU is today is not what it was 10 years ago and is not what it will be 10 years into the future. Rather than allow for random development, ETSU now must make some strategic decisions to assure the maximum benefit to the university and the region. ETSU has the opportunity to facilitate change that will posi on the university to be viewed as a forward-thinking, progressive leader in higher educa on that is recognized for having both quality academic and athle c programs. The one common thread that holds every element of every strategic ini a ve and func on of ETSU athle cs together is a total commitment to the culture of “Excellence Every Day.” In college athle cs quality is recognized six ways: 1. 2. 3. 4. 5. 6.

Teams and programs win games and compe ons Teams and individual student-athletes compete for conference championships and honors Individual student-athletes and coaches are recognized for outstanding performance Student-athletes graduate Programs are operated ethically with total compliance to NCAA regula ons Athle c programs are operated with fiscal responsibility and accountability

ETSU has always graduated student-athletes and complied with NCAA regula ons. Now ETSU must pay more a en on to demonstra ng the quality of the program by winning games and having student-athletes recognized in the athle c arena for outstanding performances. A er numerous discussions with coaches, administrators (both athle c and academic), student-athletes and alumni, it is apparent that more focus needs to be directed to building a culture of “EXCELLENCE EVERY DAY” and that focus needs to be 365 days a year. As a member of a transi onal conference for the last 10 years, ETSU’s athle c progress was constrained. Realis cally, the program lost a significant part of its fan base as our students, alumni, and fans had li le interest in compe on against schools with li le or no history with ETSU . Now the SoCon allows us to compete with tradi onal rivals in a geographical footprint that allows for fan travel. ETSU students and fans are passionate about compe on against Cha anooga, Furman, Wofford, Western Carolina and the other SoCon schools. ETSU Athle cs: Excellence Every Day I Page

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To build an atmosphere that promotes winning and pursuit of excellence, student-athletes, coaches, administrators and the en re ETSU family must be willing to “buy in” to certain concepts and core values that will provide the founda on to maximize our new SoCon opportunity by commi ng to our mantra of “EXCELLENCE EVERY DAY.” Addi onally, if we do not buy in and be progressive and smart and understand how to posi on ourselves in this new collegiate athle c model, we will doom ourselves to mediocrity and failure. We must demand total commitment to a unified program where everyone pulls together. We will have a culture where expecta ons are set and everyone is held accountable for mee ng those expecta ons. As part of this culture, we will have open, honest, and direct communica on. Addi onally, there will be no silos. Everyone will support and encourage while understanding that established priori es are reality and a fact of life in the future of ETSU.

STUDENT-ATHLETES ETSU student-athletes have a fantas c opportunity star ng right now. With our move into the Southern Conference we are posi oned to compete against tradi onal rivals that are located in a geographical footprint that makes sense. Conference travel will be much easier and will allow supporters to a end ETSU road compe ons. Addi onally, the SoCon has a long tradi on of success on the na onal stage and should give ETSU’s teams and student-athletes a chance to maximize their college athle c experience. Yet with this opportunity comes responsibility and accountability. Just as we have set the expectaon of excellence with our coaches and staff, we are charging our students-athletes to be the best that they can be. We need every student-athlete, coach and administrator to commit to our mantra of “EXCELLENCE EVERY DAY.” When we all commit to this mindset, conference championships, NCAA appearances and individual recogni on will follow. As part of our “EXCELLENCE EVERY DAY” mo o, every Buccaneer student-athlete needs to be the best athlete he/she can be. Every ETSU student-athlete is expected to conscien ously work to develop his/her skill set in his/ her individual sport. “EXCELLENCE EVERY DAY” means that the student-athlete will commit to his/her athle c development 365 days of the year. Every ETSU student-athlete should wake each morning and ask, “What can I do today to make myself a be er athlete and help my team win?” While every elite college student-athlete typically works on his/her individual skills, as part of “EXCELLENCE EVERY DAY, we are expec ng him/her to commit to the following: 1. Being the best teammate they can be. ETSU student-athletes are expected to focus on the end result for the team and not their personal benefit. The Buc student-athlete will be willing to sacrifice his/her own personal recogni on to help the team win. As part of this concept of being a great teammate, ETSU athletes will: a. Encourage every member of the team to be the best he/she can be. b. Work with teammates to buy in to the concept of the “EXCELLENCE EVERY DAY” philosophy.


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c. Never make excuses, but rather look at disappoin ng results and develop ways to ensure be er individual and team outcomes. d. Never encourage behaviors that detract from the team’s ability to win games and reach its goals. 2. Working with their head coach and coaching staff to maximize opportuni es for winning. Winning teams buy in to the coach’s plan and strategies. Each student-athlete must realize that no one wants to win and be successful more than the coach. The coach sees more, has more informa on, and understands the process be er than any team member. Nothing becomes a greater barrier to winning and success than having players ques oning the coach by complaining to teammates, friends or parents. Ques ons of coaching decisions will be addressed in one-on-one sessions only when valid concerns about team or individual progress is the topic. Undermining the coach’s authority will not be tolerated and each ETSU student-athlete will be expected to be pro-ac ve in stopping this behavior in an appropriate manner. 3. Being the best student that he/she can be. ETSU student-athletes will pride themselves at being the best they can be at every worthwhile endeavor. Expending maximum effort is the founda on for success and the ETSU student-athletes’ effort in the classroom will parallel their effort in every part of their life. ETSU has made a major resource commitment to academic support and provides the necessary services for every student-athlete to succeed. We expect every student to accept the responsibility for his/her own academic success and use the resources that are available through our academic support office. However, the ul mate responsibility lies with the student and lack of effort or focus is not acceptable. 4. Being a great representa ve of East Tennessee State University, ETSU athle cs and your own individual team. Student-athletes are the most recognizable students on campus and are under constant scru ny from fellow students, faculty and administrators. Having the privilege to represent ETSU as a student-athlete comes with the understanding that you are held to a higher standard of behavior. You are an ambassador for the university and the athle c department and a representa ve of your family and your background. You have the responsibility and the opportunity to create the image of the ETSU student-athlete. “EXCELLENCE EVERY DAY” means doing the right thing every day of the year and in every situa on, irrespec ve of where you are and who is with you. Winners are very aware of their ac ons and take great pride in their own image and that of their team. 5. Being a posi ve voice throughout the university for ETSU Athle cs. You can become a valuable spokesperson for your team and the athle c department. Focus on things that you can control and take pride in overcoming deterrents to success. 6. Believing in yourself, your teammates, your coach and your team. No one in life has accomplished anything of significance without believing in himself/herself. As Alexandre Dumas (author of The Three Musketeers) wrote, “A person who doubts himself is like a man who enlists in the ranks of his enemy and bears arms against himself. He makes his failure certain by himself being the first person convinced of it.” You will make ETSU athle cs and your team the standard of excellence for the Southern Conference if YOU believe.

COACHES ETSU coaches are the leaders of the individual sports programs. Each coach has a tremendous responsibility to deal with the many cons tuencies that his/her program touches. Coaches become the face of the program and thus need to understand the big picture of how to use their sport to support the mission, goals and ini a ves of the university and the athle c program. Coaches have the rare opportunity to impact the lives of a significant number of individuals on a daily basis. Building an atmosphere where winning is important but s ll in the


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proper perspec ve tests the talents of the most experienced and successful coach. Each ETSU coach must endeavor to provide that unique blend of compe ve fire and reality. To achieve our mantra of “Excellence Every Day,” every coach will be charged with and held accountable for the following principles: 1. Focus every day on crea ng a winning and successful program. Understanding the current opportuni es with the Southern Conference, coaches will evaluate every aspect of their program to determine how to maximize their results within the financial boundaries established by the administra on. 2. Accept the reality that you are the leader of your team and understand that responsibility. As the leader you will be responsible for crea ng the vision and implemen ng the steps to make that vision become a reality. Like all leaders, you will have the responsibility to build trust among every cons tuency with par cular focus on the student-athlete, but also tradi onal students, faculty, administrators, parents and alumni. 3. Develop every athlete within your program so he/she reaches his/her maximum poten al. By using exper se in the area of skill development, strength and condi oning and mental prepara on, you will assist every ETSU athlete to be a contribu ng member of the team. 4. Understand you are the face of your team. As the head coach you are responsible for telling the story of your program and winning buy-in. Successful coaches are great communicators. Great communicators are advocates of two-way communica on, yet can get their message across with no uncertainty. Being the face of their team, ETSU coaches will understand that they are in the public eye and are con nually under the microscope, and therefore will be aware of how all behaviors impact the percep on of their program and the department. 5. Coaches will set clear-cut expecta ons for their team and the individual student-athletes and hold them accountable to meet those expecta ons. These expecta ons will be communicated and reasonable, but also will be the impetus to mo vate each athlete and team to achieve at their own personal best. No expecta ons and no accountability produce no results. 6. Coaches will work with the athle c administra on to build a strong and cohesive organiza on focused on the same goals and outcomes. Every coach will realize that with limited resources, tough decisions will be made. The alloca on of those resources will be made based on the mission of the athle c department. 7. Coaches will understand that they drama cally impact the lives of every student-athlete in the program. Each coach must understand the responsibility to help every student-athlete within his/her program reach his/her ulmate poten al as an athlete, but more importantly as a person. The challenge becomes providing the correct experiences and guidance so that student-athletes gain valuable life lessons, while realizing that every studentathlete is different and comes from vastly different backgrounds and experiences.


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ADMINISTRATION ETSU athle c administrators are responsible “to steer the ship” and ensure that East Tennessee State University, the student-athletes, and all cons tuents receive benefit and value from the athle c program. Administrators will: 1. Commit to making the ETSU athle c department the most efficient athle c department in the FCS Subdivision. 2. Support the coaches and student-athletes by being posi ve both internally and externally. Nothing creates more hurdles to success than nega ve comments about coaches, student-athletes or teams. Any concerns should be directly communicated to the athle c director and/or the administrator directly responsible for supervision of that program. This communica on will be confiden al and in the appropriate forum. 3. Manage the ETSU athle cs brand and work diligently to encourage every ETSU cons tuent to become a brand ambassador. 4. Engage the university community as part of an on-campus public rela ons effort. With the university providing significant student fee support, it is of paramount importance that every ETSU athle cs administrator develops rela onships with students, faculty, administra on, and staff. 5. Be direct and communicate thoughts, ideas, concerns, and issues in a produc ve and responsible way. By sharing both those things that are posi ve and nega ve, the department can grow and make be er plans and decisions. Keeping concerns to oneself for the sake of not “hur ng someone feelings” is not acceptable. If we are all in this for the same reason, we understand that all comments are made for the well-being of the studentathlete and the en re athle c department.

AREAS OF FOCUS FOR STRATEGIC PLAN This plan looks at six different areas of which each will have strategies and ac on ini a ves to posi on ETSU to meet its mission, and provide the founda on to receive major value from the athle c program. While all of these areas will be independent, they also all connect and will impact and affect each other. It is important that each area understands its rela on with the others so that they all work together to ensure the most efficient use of resources, while suppor ng efforts in all areas. The six areas are: I. Student-athlete experience II. Sport expecta on and priority III. Facili es IV. Organiza on/Systems V. Communica ons, messaging and branding VI. Revenue genera on


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I. STUDENT-ATHLETE EXPERIENCE The number one priority is the student-athlete experience. This student-athlete experience ini a ve would focus on the student-athlete from first contact with ETSU un l he/she leaves this earth. This total focus will strive to provide the services necessary to give ETSU student-athletes every chance for success in their college career, but also provide the founda on for a produc ve and fulfilling life – all the while building a tremendous affinity for ETSU. The bond we will build will serve both the university and the student-athlete for life. The following strategies will be implemented to ensure that our focus is on providing a great student-athlete experience that prepares them for success. 1. The crea on of a posi on in the athle c department focused on the student-athlete experience. This posi on will be the Associate Athle c Director for Student-Athlete Experience/Analy cs. This posi on will oversee; a) Strength, condi oning and speed b) Athle c training and health care c) Mental prepara on and training d) Communica on with former student-athletes e) Performance analy cs f) Coordinate with other offices g) Compliance h) Academic support i) Recrui ng j) Internal communica on k) Nutri on l) Roster size and management m) Title IX 2. The Associate Athle c Director for Student-Athlete Experience will develop and lead a task force, the Excellence Group, of individuals who will work together in the various fields to ensure a quality experience. A major component of the task force will be to develop plans and strategies to ensure student-athletes maximize their poten al, understand their obliga ons, and realize they will be held accountable to our overarching philosophy of “Excellence Every Day.” 3. The Excellence Group will be responsible for a complete plan of communica on and connec on with former student-athletes. This network will be developed and maintained so that all former student-athletes stay connected and become passionate ambassadors for ETSU athle cs. 4. The Associate AD will develop an analy cs protocol that will provide coaches, student-athletes and administrators needed data so that the student-athlete can be served most efficiently and be er decisions can be made based on real numbers. 5. Have the ETSU athle c department totally implement Title IX plan by school year 2021.


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II. SPORTS AND PRIORITIES While each sport brings benefits to the university, the degree of value varies depending on many different factors. Addi onally, each sport has costs that must be evaluated based on return on investment and return on objec ve. Each of the ETSU sports has been reviewed and evaluated. The senior administra ve staff evaluated each sport based on the following criteria: • Ability to win SoCon Championship and advance to NCAA • Ability to recruit championship-quality athletes • Student body interest • Revenue-producing capability ( cket sales and corporate support) • Fundraising poten al • Community interest • Facility compe veness • Media exposure • Quality of program • Ability to impact ETSU and the ETSU brand • Community engagement poten al • Return on investment • Assist in enrollment growth • Impact on Title IX Using those criteria, priori es and expecta ons, stragtegies have been developed for the sports.

1. Men’s Basketball, Women’s Basketball and Football These sports have the highest level of media exposure and also have significant revenue capability. These sports have the greatest fan interest and therefore have the greatest opportunity to expose the ETSU brand and engage the largest number of cons tuents. With our commitment to ESPN3 we have the ability now to reach out to fans anywhere in the world with a high-quality produc on that will enable alums, recruits, prospec ve students and interested spectators to follow the Bucs. Without ques on our first priority will be to provide the resources necessary for these three programs: I. Expecta ons for Men’s and Women’s basketball: • Compete for regular season SoCon Championship • Compete for SoCon Tournament Championship (NCAA bid) • Par cipate in postseason tournaments annually • Sell 2,500 season ckets for men’s basketball • Sell 800 season ckets for women’s basketball • Sell out four games a year for men’s basketball • Sell out four games a year for women’s basketball • Schedule three top 50 programs annually • Average 1,000 students (men), 400 (women) in a endence. • Finish year with a top 100 RPI • Maintain a 960 APR • Graduate 100% of all players who finish eligibility ETSU Athle cs: Excellence Every Day I Page

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STRATEGIES: a) ETSU must look for ways to increase exposure on the local, regional and na onal level. b) ETSU must have the capability to produce games on the ESPN3 digital pla orm. Research indicates that 10 mes more individuals watch games on ESPN3 compared to the SoCon Digital Network. c) ETSU must use MTE (mul -teams events) to generate: a. Scheduling opportuni es that provide home games against quality opponents b. Scheduling opportuni es that provide compe on against programs with a na onal brand c. Na onal and regional television opportuni es d. Incremental revenue that can be used to facilitate home games d) ETSU must use guarantee games to buy more home games than away games. e) ETSU must con nue to upgrade facili es for both recrui ng and fan experience. f) ETSU must develop ways to become a force in college basketball through innova ve and visionary thinking.

II. Football expecta ons: • Compete for SoCon championship by 2018 • Advance in the FCS championship tournament by 2019 • Play one major FBS opponent on an annual basis • Sell out all home games • Have 1,000 individual season cket holders • Average 1,700 students at games • Maintain APR of 960 • Graduate 100% of players who finish eligibility

STRATEGIES: a) ETSU must increase student enrollment by ensuring a total number of 500 incremental students are enrolled as par cipants. (Football, band, cheer, support staff combined) b) ETSU must develop interes ng and unique football-related events to improve the quality of student life and alumni connec on. (Homecoming, Hall of Fame, Parents Weekend) c) ETSU football needs to recruit using the Carter and Gilbreath scholarships to maximize scholarship dollars. d) ETSU needs to use the on-campus stadium as a showpiece for both football and the university. e) ETSU needs to build on the rela onship with Bristol Motor Speedway. f) Annually play one major guarantee game. g) Develop a stronger ETSU football alumni organiza on. h) ETSU must produce ESPN3 content for all home football games.

2. Volleyball, Baseball and Women’s Soccer These sports have a level of interest that provides the next best opportunity for poten al revenue genera on, while also having the history and tradi on to be successful. History has shown that ETSU can recruit compe ve student-athletes into these programs. Addi onally, the facili es allow for quality compe on and are good venues that serve as recrui ng tools. These programs should compete for conference championships on a regular basis. ETSU Athle cs: Excellence Every Day I Page

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These programs will be the next highest priority with the necessary resources to achieve the following: EXPECTATIONS: • Compete for regular season SoCon Championship • Compete for SoCon tournament Championship • Periodically advance to the NCAA Championship • Baseball average 750 fans a game • Women’s soccer compete against two BCS programs annually • Volleyball compete against three BCS programs annually • Baseball play 30 home games • Graduate all student-athletes that complete eligibility • Maintain minimum APR of 960 STRATEGIES: a) Maximize available resources by using Carter, Gilbreath and Interna onal Merit Scholarships. b) Develop recrui ng networks that serve as major providers of quality student-athletes. c) Schedule na onally branded teams both home and away with par cular focus on Tennessee and Virginia Tech. d) Use ESPN3 as a tool to expose program. e) Have one major event a year that brings a en on to the program.

3. Tennis and Golf (men’s and women’s) These sports have a great tradi on of success. Even though these sports have no real spectator poten al, they do provide opportuni es to expose the ETSU brand through successful compe on against high profile programs. Addi onally, these student-athletes are not only highly compe ve in their sport, but are some of the best students on campus. While they have no revenue poten al except for fundraising and special events, they do a ract interest in a segment of the popula on that has the capacity to financially support their programs. Addi onally, because of the small squad sizes, the return on investment is substan al. These programs will con nue to be funded in a manner that will allow them to win conference championships annually and advance to the NCAA tournament. Because of the quality of regional compe on, these programs should be able to schedule challenging compe on to provide them the opportunity to prepare for conference play. EXPECTATIONS: • Compete for conference championships on an annual basis • Earn NCAA championship berths • Compete against high profile opponents par cularly in the Southeast • Maintain a minimum 960 APR • Graduate all student-athletes who complete eligibility • Men’s Golf con nues the Bank of Tennessee tournament

4. Women’s Track Women’s track provides the program with the opportunity to recruit a large number of females who can par cipate in three different sports. Addi onally, because of the Dome, the student-athletes have an opportunity to ETSU Athle cs: Excellence Every Day I Page

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train all year. We need women’s track to be our largest roster and comprehensive, recrui ng both elite athletes and those athletes who have poten al. EXPECTATIONS: • Compete for conference championships on an annual basis • Earn NCAA championship berths • Compete against high profile opponents par cularly in the Southeast • Maintain a minimum 960 APR • Graduate all student-athletes who complete eligibility • Host a major high school indoor event • Host a major collegiate indoor event

5. Men’s Soccer and So ball These sports fall into the next layer of sport support. Each has some unique challenges. Men’s soccer is not a high profile sport in the South, witnessed by the fact that only six teams in the SoCon play soccer. Addi onally, the pool of talent to be compe ve is heavily focused on interna onal recrui ng. When analyzing return on investment, men’s soccer trails other sports. While so ball is played in Tennessee, fan interest is minimal. ETSU has no real tradi on of ongoing success in so ball and must start to develop improvement before addi onal resources are invested. Both soccer and so ball have good facili es for compe on and prac ce. EXPECTATIONS: • Periodically compete for SoCon championship • So ball maintain a roster size of 27 • Graduate all student-athletes who finish eligibility • Maintain a minimum APR of 960 • Use Gilbreath, Carter and Interna onal Merit Scholarships to maximize resources.

6. Men’s track Men’s track will focus its efforts on distance and middle distance running. The tradi on of the “Irish Brigade” sets the stage for a dedicated focus on distance. The program will recruit a small number of individuals on full scholarships who can compete on a na onal level. EXPECTATIONS: • Periodically compete for SoCon championship • Graduate all student-athletes who finish eligibility • Maintain a minimum APR of 960 • Use Gilbreath, Carter and Interna onal Merit Scholarships to maximize resources.

7. Triathlon Use USA Triathlon grant funding to build women’s par cipa on in the sport. This sport will begin as a club sport and will develop into an NCAA compe ve sport. Being first in will allow ETSU to posi on itself as a leader in the


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sport and gain na onal recogni on in the early stages of the growth of triathlon as a collegiate sport. Other Sports: ETSU must do extensive study and planning to add addi onal sports and ensure the menu of all sports meets the needs of the university and its cons tuents. The Excellence Group will be responsible for developing and making final recommenda ons for which programs to add. The criteria used to determine which sports need to be added are: 1. Interest of poten al student-athletes 2. Interest of community including university 3. Available talent with par cular a en on to pool of quality student-athletes in the state of Tennessee and surrounding area 4. Conference affilia on opportunity 5. Facili es 6. Cost 7. Regional and na onal exposure opportunity 8. Time necessary to build a compe ve program 9. Revenue genera on capability 10. University enrollment growth 11. Drain on exis ng support resources Sports to be ve ed: 1. Bowling 2. Sand Volleyball 3. Women’s Lacrosse 4. Rifle 5. Field Hockey 6. Crew

III. FACILITIES With the ongoing and escala ng arms race in higher educa on and college athle cs, facili es become a cri cal component of the total athle c and university strategic plan. Bricks and mortar become an important piece for recrui ng students and student-athletes, while also providing major opportuni es to engage different segments of the external community. With recrui ng and community engagement being important elements of the objec ves of the university, we must maximize the value of athle c facili es. Addi onally, as we compete for fans and spectators to both expose our brand and generate incremental revenue, facili es become an integral part of providing a great fan experience, and need to be designed and modified to ensure the most exci ng game presenta on that connects with all fans. The facili es part of the strategic plan needs to parallel the total strategic plan with careful considera on given to the priori es of the plan along with the objec ves of the university. The facili es piece must be coordinated in the sense that the facili es fit together so they support and maximize the func onality and usefulness of each other. ETSU Athle cs: Excellence Every Day I Page

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ETSU must be able to get mul ple uses out of facili es to maximize the value of each facility. It makes sense to build in mul ple uses for every facility, so that each facility provides much more than just a venue for one team or one sport. In today’s climate, every resource needs to meet numerous needs of the university and the community. A major piece of this facili es strategic plan is to fit everything together to create synergies rather than silos. Also, this plan will incorporate the current facili es into future needs across the total facili es spectrum. This plan will establish priori es, analyze the most pressing needs, and establish a facility i nerary that connects priori es, needs and realis c funding opportuni es.

SEE FULL SWOT ANALYSIS FOR ATHLETIC FACILITIES ON PAGE 22 ETSU/MSHA ATHLETIC CENTER Over the last year, the Dome has been transformed into a tremendous asset for ETSU. By moving basketball out of the ETSU/MSHA Athle c Center, a tremendous indoor facility has been created for football, soccer, baseball, track, and so ball. With Gordon Ball Court, the men and women’s basketball teams have a first-class prac ce facility now that HVAC concerns have been addressed. The newly built football weightroom and locker rooms provide muchneeded, but also first-class support func ons for ETSU football. Through re-arrangement of current space, adequate offices and mee ng space have been created for the 125 football players and 14 staff members. In the future, both of these areas (mee ng space and coaches’ offices) need to be part of the long-term facili es plan. The two other improvements to the Dome that would elevate its usefulness and value would be: 1. The development and enhancement of the baseball and so ball hi ng and pitching areas. More and be er cages would provide op mal condi ons to work indoors during bad weather. 2. The development of more quality indoor tennis courts would allow for indoor tennis matches and greater pracce me. Currently, the two compe ve quality courts are not enough to have matches or ample me for pracce. By developing a well-thought-out scheduling plan, the Dome could be configured to provide a quality indoor tennis complex that would serve many purposes. A complete study of office space for coaches and administrators needs to be conducted to ensure the most efficient use of space. Areas like the Ward Room, the lobby on the third floor, the former media room on the first floor, and all offices need to be examined for maximum produc vity based on the established priori es of the department.


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SWOT Analysis (Facili es) Key Strengths

Key Weaknesses

1. New facili es in last 10 years in following sports: a. Golf b. Soccer c. So ball d. Baseball e. Outdoor Tennis 2. ETSU/MSHA Athle c Center modified to increase indoor prac ce capabili es 3. New strength and condi oning facility provides quality space 4. Renovated Brooks Gym provides home court for women’s basketball and volleyball 5. New basketball prac ce court inside the ETSU/ MSHA Athle c Center 6. Soccer prac ce fields 7. Ability to stream ESPN3 at all on-campus facilies 8. Golf prac ce facility is state of the art 9. Large/well-equipped athle c training facility

1. No on-campus men’s basketball game facility 2. Baseball stadium has no support (locker) facility 3. Limited outdoor football prac ce fields 4. ETSU/MSHA Athle c Center does not have 120 yards of turf 5. Currently no outdoor football stadium 6. Must play football at local high school for two years 7. Not adequate support services for tennis and soccer facili es 8. Office space and mee ng rooms inadequate 9. Locker room and mee ng space at Brooks Gym 10. Convoluted funding scheme for shared athle c facili es 11. No repair and reserve fund 12. No outdoor track 13. No ar ficial turf prac ce field

Key Opportunities

Key Threats

1. Work with city to renovate Freedom Hall 2. Design on-campus football stadium 3. Turn ETSU/MSHA Athle c Center into mul -use athle c facility 4. Generate incremental revenue from use of athle c facili es 5. Develop total facili es plan 6. Work with different en es on campus to maximize facility resources 7. Develop appropriate funding model for facili es based on usage 8. Create repair and reserve fund 9. Develop capital fund drive to maximize value of current facili es 10. Use new football stadium to maximize revenue and engagement

1. Fundraising for football does not allow for stadium comple on on me 2. Lack of maintenance support causes rapid deteriora on of current facili es 3. City does not invest in Freedom Hall upgrade 4. Current leadership leaves and future leadership reduces funding 5. Football rebirth loses enthusiasm 6. No capital dollars to improve current facili es 7. Football drains all opera onal and facility resources 8. Tennessee Promise requires major re-alloca on of financial resources


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FREEDOM HALL The experiment of playing at Freedom Hall has been, for the most part, successful. There have been significant posi ves and some challenges. Playing off campus is clearly a nega ve factor, but the atmosphere and viewing situa on outweighs the loca on. In addi on, the benefits of freeing up space in the ETSU/MSHA Athle c Center bring tremendous value to so many other ETSU programs. Because Freedom Hall is an older facility, there are major opportunies for significant enhancement. Before any major investment, ETSU must look at the long-term commitment by Johnson City and understand the impact of that investment. Recently, the Johnson City Commission voted to invest approximately $11 million into the facility. While that is significant, much of that investment will be in the infrastructure of the building and will provide minimal benefit to ETSU basketball. A large por on of that investment will be a new HVAC system, roof, sprinklers, and renova ng restrooms. All of the improvements are important, but not the highest priority to make Freedom Hall a great home court for the ETSU team and fans. ETSU priori es at Freedom Hall are: 1. New seats 2. New sound system 3. Updated locker room 4. Scoreboard and video boards 5. Paint and ETSU branding 6. Hospitality space 7. Concession upgrade THOMAS STADIUM Thomas Stadium has been a major improvement from the previous facility and has served baseball nicely. However, to finish the project, a locker room facility needs to be constructed on site. As part of that project, covered ba ng cages should be included. By adding the locker room, Thomas Stadium’s a rac veness as a des na on for numerous events becomes much greater. BROOKS GYM With recent improvements, Brooks Gym has become a venue that is not only a perfect size for women’s basketball and volleyball, but a tremendous home court that offers many advantages. By reloca ng the coaches offices ETSU Athle cs: Excellence Every Day I Page

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and enhancing the aesthe cs, these two programs have a home where they can build pride and ownership. It is apparent a great deal of the fan interest has been developed through the hard work of the coaches and teams to connect with the university community. Once in Brooks, the crowds have become more enthusias c and engaged because of the “old school” atmosphere and the proximity of the fans to the ac on. Addi onal improvements to Brooks need to be: 1. A new locker room for women’s basketball 2. A quality sound system in the arena 3. Mee ng space for the teams 4. Improved retractable sea ng on the ground level 5. Improved scoreboards and video capability FOOTBALL STADIUM The football stadium project is moving along as part of a major effort to bring back football. Currently, the project is divided into two phases. Funding for phase 1 is complete and funding for phase 2 is ongoing. The crea ve concept for the stadium has many strategic advantages to it: 1. Located in same area as other facili es 2. Designed not to overwhelm the landscape 3. Sited to take advantage of the aesthe cs of the region 4. Enter at highest level so all seats are perceived as quality ckets 5. Skyboxes provide capital support 6. Premium sea ng and ameni es provide annual and capital support 7. Designed to be used for numerous university and community events 8. Open design allows for social interac on at games 9. Proximity to parking is outstanding 10. Posi oned to use all university facili es on game days 11.Designed with a connec on to the history of ETSU 12.Designed with classic lines ETSU Athle cs: Excellence Every Day I Page

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TRACK The construc on of an outdoor track with an ar ficial field in the middle would not only serve ETSU athle cs, but also ETSU students and the community. This facility would serve as a support facility for the football stadium and a place to host community ac vi es such as: 1. Regional and na onal track meets 2. Camps 3. Prac ce area for ETSU band 4. Intramural games 5. Recrea on for students 6. Community youth football and soccer 7. Football pre-game events TENNIS COURTS The tennis courts need support so that spectators and par cipants have restroom facility capability. As part of the construc on of the football stadium, restrooms on the west side of the stadium should be designed and situated so that they can provide support to the varsity tennis courts. Addi onally, ongoing studies need to be developed to use indoor tennis space inside the ETSU/MSHA Athle c Center, while not interfering with other Dome func ons.

ORGANIZATION As ETSU athle cs grow and change, it is of paramount importance that the department is organized to meet the challenges and take advantage of the opportuni es in the changing world of college athle cs. Tradi onal organiza onal structures will not suffice. This new organiza onal model is built on maximizing talents across the department and university. A major part of this new paradigm is the development of five task forces that will be responsible and accountable for major areas of importance. 1. Student-Athlete Experience --- Under the direc on of the Associate Athle c Director for Student-Athlete Experience and Analy cs, the task force will ensure that the concept of “Excellence Every Day” is at the core of the en re department and par cularly the focus of each student-athlete. 2. Branding, Messaging and Communica on --- Under the direc on of the Associate Athle c Director for Communica on, the task force will focus on the ETSU brand and how to communicate its message. Use of social media, new technology and tradi onal media will be cri cal if ETSU is going to maximize opportuni es to build its brand. 3. Revenues and A endance --- Under the direc on of the Chief Opera ng Officer, this task force will be responsible for maximizing all external revenue opportuni es and ensuring increased a endance at the sports that provide best opportuni es to generate cket sales and build our ETSU fan base. Par cular a en on will be focused on: a. Ticket sales b. Gi s and fundraising c. Corporate partnership d. Special events


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4. Facili es — This task force will look at facili es from both an immediate and long-term perspec ve. With the new football stadium on the horizon, a total plan needs to be developed for every piece of that facility. Addi onally, processes need to be developed for: a. Repair and reserve fund b. Usage policies for internal and external users c. Needs and wants d. Coordina on policies e. Funding for both opera onal needs and new facili es f. Event solicita on 5. Systems – As the athle c department grows and adds coaches, staff and student-athletes, it becomes of paramount importance that the department func ons efficiently and effec vely. The department has made significant improvement with the use of ARMS so ware in compliance, recrui ng and athle c training. Because of our strong rela onship, ARMS is willing to work with us to develop improved workflow capability to facilitate both efficiency and control. This task force will develop systems to assure produc vity, cost effec veness and control in the following areas: a) Purchasing and procurement b) Compliance c) Student-athlete medical records d) Travel e) Tickets a. Season b. Individual game c. Complimentary f) Donor records g) Time sheets and vaca on h) Academic support i) Recrui ng One of the major purposes of the task force paradigm is to break down silos so that every ETSU athle cs staff member becomes a contribu ng member of the department in every area. Addi onally, task forces are encouraged to iden fy and recruit individuals who can contribute to the produc vity of the task force. The a ached organiza onal chart focuses on the necessary func ons of the department based on priori es and the strategic ini a ves to be implemented. Some of the posi ons are recommended for the future, while other changes need to take place immediately. All areas will be addressed to include administra on, sport and coaching posi ons, support areas and graduate assistants.

STUDENT-ATHLETE EXPERIENCE (SEE PAGE 15)


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BRANDING, MESSAGING AND COMMUNICATION Strategically, ETSU Athle cs – like any successful ini a ve – must be aware of its brand and work every day to build its brand on a local, regional and na onal level. To do that, everyone associated with ETSU Athle cs must understand the en re process of building a brand and commit to making it happen. What is branding? Think of a brand as mind space. Every me an individual engages in an ETSU-branded ac vity or event, that experience is filed away in the mind space that ETSU occupies with that person. There are posi ve experiences, nega ve experiences and neutral experiences all rela ve to the aggregate percep on of the ETSU each person maintains. As ETSU provides more and more experiences concerning the brand, the mind space is educated to the essence of the brand, defining what that brand means to each individual on a personal level. The key to developing a significant and relevant branding campaign starts with the leadership and teamwork of an organiza on. A brand starts from the core of an organiza on, the leadership group, and filters down throughout the ranks. Think of one of the best brands that has ever been developed, UCLA basketball. UCLA basketball was led by one of the most innova ve and understanding leaders ever to coach at any level, John Wooden. He was responsible for more than just pu ng UCLA on the map as a basketball power from the late-for es to the mid-seven es; his leadership created a brand of how to teach and play basketball at the highest level. The care he showed for his players, the a en on to detail he demanded of his squad, the teaching paradigm he developed to communicate his expecta ons, all led to successful teams. John Wooden was not only winning ten Na onal Championships, he was crea ng a brand of basketball that maintains relevance in today’s modern game. Why is the John Wooden paradigm important to ETSU and its brand? Wooden spoke about success on many levels. For ETSU, this quote defines who we are and what everyone must strive to be on a daily basis – our brand -- Excellence Every Day.

“Success is peace of mind which is a direct result of self-sa sfac on in knowing you made the EFFORT to become the best that you are capable of becoming.” - John Wooden


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Thinking about the Wooden model, you can see why everyone in the ETSU athle cs family is so important in crea ng the brand. Everyone in the family becomes a teammate in the branding process by being focused on that common goal, assis ng and promo ng people to develop their mind space about ETSU athle cs. As staff and coaches buy into the process, they become the biggest beneficiary of the branding ini a ve. As cons tuents form a stronger affinity for ETSU athle cs, that affinity manifests itself in the recrui ng of be er athletes, more a endance at games, increased gi s and dona ons, more financial support from the university and many more posi ve opportuni es for everyone in the ETSU family.

Strategy for Department (Coaches and Staff) The coaches and staff are cri cal to making this ini a ve successful. They will be the cri cal brand stewards of this message. We can provide you the tools necessary to deliver our message, but you are the ones who are going to have to deliver this message. You are the individuals who have the access and have the ability to interact with such a wide range of people. For the branding effort to have the greatest impact, all coaches and staff must be on the same page and willing to communicate this message at every opportunity. Remember every contact or interac on with the public puts a new piece of informa on into his or her personal ETSU athle cs mind space. From answering the phone, to saying hello at games, to producing a first-class annual report, those experiences of each individual who comes in contact with ETSU athle cs are being affected. For maximum results, on an individual basis you need to: 1. Deliver a consistent message using the informa on and tools provided to you 2. Use the approved visual symbols (logos, sta onery, le ering, etc.) as determined by ETSU athle cs department 3. Include the message whenever possible 4. Think of ways that the message can be delivered for your benefit, as well as that of the department/university 5. Realize that every interac on with anyone creates an impression and percep on of ETSU Athle cs 6. Understand that YOU ARE the ETSU athle cs brand How should we brand ourselves? As a department we have to iden fy exactly what we are. Our brand is “Excellence Every Day” and we need to con nually understand and totally commit to make this more than a cute catch phrase. Strategically, we have hired coaches who have great capacity to not only build successful teams but also engage our cons tuencies. This brand will be the essence of everything we do. It communicates who we are and what we believe. It is the mantra of our athle c department, the common thread that holds us together. Our brand needs to communicate to everyone who you are and what you believe. Our brand is concise and easy to understand both inside and outside the university. Remember that our brand is not only what we say, it is how people perceive what we do in every situa on.


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Everyone in the ETSU athle c department is important as we build the brand. 1. WE will determine the success by being the brand stewards. 2. WE will affect people’s impressions by how we deal with them. 3. WE will impact fellow ETSU BUCS by our commitment to the process. 4. WE will personally and as a part of our team receive increased benefit and recogni on. 5. WE are the ul mate reason why the branding ini a ve will succeed. What will we gain by this branding strategy? 1. A more focused and directed athle c department. 2. A university that greatly benefits from its athle c department. 3. Local, regional and na onal exposure. 4. Success in recrui ng student-athletes. 5. Recogni on of accomplishments. 6. Addi onal incremental revenues through increased cket sales, gi s and corporate involvements. 7. Increased fan support. 8. Be er rela onships with all cons tuencies. The task force on branding is charged with developing a branding plan that implements strategic ini a ves to incorporate all the concepts described above. The first piece of this strategy is the development of a branding manual that includes: 1. Messaging 2. Social Media 3. Tradi onal Media 4. Internal Communica on 5. External communica on 6. Imaging 7. Logos, Mascot and all graphic representa on 8. Building the culture of Excellence Every Day

REVENUE GENERATION Without ques on, the ability to generate private funds to support athle c programs is the margin of difference for colleges. The four areas that must be emphasized if ETSU is going to have adequate resources to build the culture of winning and maximize the concept of “Excellence Every Day” are: 1. Ticket sales for football, men’s and women’s basketball, and baseball 2. Private gi dollars (restricted, unrestricted, capital, and deferred) 3. Corporate partnerships and sponsorships 4. Special events and new opportuni es Without ques on the biggest factor in driving cket sales is winning games. We have hired coaches who we believe can win games. Therefore, we must be posi oned to maximize these successes in compe on with a well-thought strategy for selling ckets and pu ng fans in the stands. The first part of this con nuing plan was to move into a conference that provided us tradi onal rivals that our fans could relate to. We accomplished that strategy with our move to the Southern Conference. We must ETSU Athle cs: Excellence Every Day I Page

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schedule non-conference games wisely and look for home field or court opportuni es against a rac ve opponents. Having the University of Tennessee as an opponent in Johnson City was a major strategy and we will con nue to look for ways to bring a rac ve opponents to our home venues. Addi onally, we will find unique opportuni es like par cipa ng in ESPN’s 24 hours of basketball to a ract fans and generate cket sales. The next strategy is to hire coaches who connect with our fan base. Our head coaches must be in the community and develop real rela onships with individuals. Coaches will be required to engage students, faculty and the public on a regular basis to build that connec on. While selling ckets is the responsibility of the marke ng department, the reality is that the coach is the face of the program and the person fans want to engage. By using the coaches and players as ambassadors for their programs, cket sales will begin to build. Unfortunately, ETSU lost a genera on of fans over the past 10 years. Now, a major focus needs to be directed at the 24- to 40-year-olds who have not yet made the connec on to ETSU. This must be emphasized for both the immediate result, but also the long-term benefit of having a solid founda on of support both in cket sales and gi dollars. Addi onally, the development func on for athle cs will change from what has been called BASA (Buccaneer Athle c Scholarship Associa on) to the Excellence Fund. There are many reasons for this change. 1. The Athle c Department and the professionals in the department need to set the course for the en re development func on. 2. The Athle c Department leadership must be able to make decisions regarding the use of the gi dollars. 3. The Athle c Department is raising gi dollars for many different needs, not just scholarships. 4. The Athle c Development staff must develop campaigns that include annual gi s, capital gi s, and deferred gi s. 5. The board will focus on specific objec ves as needs are determined. 6. The primary source of annual gi s is cket related. 7. The goal is to build cash balance in the founda on, using gi dollars as the last dollars spent by the department. In regards to corporate partnerships, the Revenues and A endance task force (SWARM) must do a careful analysis of the value of keeping the marke ng rights in-house or bid them out to a third party vendor. Clearly, over the last year, the ETSU marke ng staff has done a great job of iden fying and solici ng new partners. The ques on is can an outside rights’ holder bring enough revenue to the table to lose the personal connec on that currently exists? As we con nue to solicit corporate partners, we would like to have major corporate en the exclusive flagship partners in six different categories:

es that would become

1. Beverages as part of the university exclusive agreement 2. Grocery chain 3. Financial ins tu on 4. Health care 5. Convenience store 6. Cellular phone and communica on Other en

es that could provide significant revenue:

1. Restaurant and fast food chains 2. Automobile dealerships ETSU Athle cs: Excellence Every Day I Page

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3. Hotel 4. Local corporate headquarters (i.e., Eastman, Bell Helicopter, Blue Lizard, General Shale)

Expecta ons 1) Raise $500,000 in annual unrestricted gi s 2) Generate $650,000 in annual cket sales 3) Generate $850,000 in annual corporate sponsorships 4) Generate net proceeds of $125,000 annually 5) Complete the capital fund drive for football ($26.5 million) 6) Develop and complete a $6 million capital drive for other facili es by July 1, 2017

Strategies 1) Implement the E Fund to set policies and plans for all fund raising 2) Close major gi solicita ons with the iden fied poten al donor 3) Refine cket-related giving 4) Recruit leadership for the capital fund drive and develop rela onship for football and other capital gi s 5) Aggregate all giving to ensure maximum gi dollars including: a) Annual giving i. Restricted ii. Unrestricted b) Capital gi s c) Gi s in kind d) Deferred giving e) Special events


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